Sales Enablement Manager

Position Summary:

The Residential Product Training & Sales Enablement Manager serves as the primary liaison between the North American Learning & Development organization and the Product Marketing team for residential products. This role owns the end-to-end product training and sales enablement strategy across the residential product lifecycle. The Manager partners closely with Product CEOs, Product Marketing, Sales Leadership, and Channel stakeholders to translate product strategy, features, and benefits into clear, compelling, and scalable training and sales enablement tools. The position plays a critical role in ensuring that residential products are launched successfully, adopted effectively, and monetized through strong dealer execution, TSM capability, and consistent messaging across North America.

Position Responsibilities May include:

Product Lifecycle Training & Enablement Strategy

• Own the residential product training and sales enablement strategy across the full product lifecycle.

• Participate as a core contributor in the Product Stage Gate process, ensuring training and enablement readiness at each phase.

• Ensure product value propositions, features, and benefits are translated into effective learning experiences and sales tools that drive adoption and differentiation.

Product CEO & Product Marketing Support

• Serve as a strategic learning partner to Residential Product CEOs, supporting product vision, positioning, and commercialization goals.

• Collaborate with Product Marketing to align training content with product messaging, branding, and go-to-market strategies.

• Provide early feedback from the field to inform product refinements, messaging adjustments, and future roadmap decisions.

Sales Enablement Tools & Dealer Tools

• Lead development of sales enablement tools, including product training curricula, feature/benefit storytelling, competitive positioning, and field-ready resources.

• Support and enhance dealer-facing tools that enable effective selling, system differentiation, and customer education.

• Ensure enablement tools remain current, relevant, and aligned throughout the product lifecycle.

Dealer Needs Analysis & Field Feedback

• Conduct and synthesize Dealer Needs Analyses related to residential products, identifying capability gaps, objections, and opportunities.

• Partner with Sales and TSMs to gather Voice of Dealer insights and translate them into actionable training improvements.

• Use data and feedback to continuously refine product training effectiveness.

TSM Academy – Product & Tools Subject Matter Expert

• Serve as the Product and Tools Subject Matter Expert (SME) for the TSM Academy, ensuring TSMs are equipped to coach dealers effectively.

• Support onboarding and advanced TSM training with deep product knowledge and enablement best practices.

• Ensure consistency of product messaging across TSM Academy curricula and field execution.

Train-the-Trainer Leadership

• Design and deliver Train-the-Trainer programs to ensure consistent, high-quality product training across internal trainers, channel trainers, and partners.

• Establish standards, certification criteria, and enablement materials to scale product knowledge effectively.

• Coach trainers on translating technical product details into customer-centric value conversations.

Recruiting Events & DTTP Training

• Support recruiting events and Dealer / Technician Training Pathway (DTTP) initiatives by providing product-focused learning content and demonstrations.

• Ensure residential product training supports workforce development and talent attraction efforts.

• Partner with internal stakeholders to align recruiting-focused training with long-term dealer capability building.

Live Streams & Digital Enablement

• Lead and participate in live streams, webinars, and digital product launches, serving as a trusted product training authority.

• Ensure digital learning formats effectively communicate product value and application best practices.

• Leverage analytics and feedback to improve engagement and learning outcomes.

Cross-Functional Collaboration & Influence

• Act as a trusted connector across Learning & Development, Product Marketing, Sales, and Operations.

• Influence without authority by aligning stakeholders around shared product success outcomes.

• Ensure training deliverables are integrated into broader sales and go-to-market initiatives.

Other Duties

• Perform additional projects and duties as required to support evolving business needs.

Nature & Scope:

• Subject matter expert 

• Has broad and comprehensive expertise in leading-edge theories, techniques and/or technologies within own function or discipline 

• Proactively identifies and solves the most complex problems that impact the management and direction of the business 

• Participates in the development of the product or business strategy 

• Leads multidisciplinary projects or initiatives

Knowledge & Skills:

• Deep understanding of residential HVAC products, applications, and value propositions.

• Strong expertise in sales enablement, adult learning, and instructional design principles.

• Ability to translate technical product features into compelling customer and dealer benefits.

• Excellent presentation, facilitation, and executive communication skills.

• Strong business acumen and understanding of go-to-market strategies.

• Proven ability to collaborate across Product, Sales, and Marketing functions.

• High credibility as a product and enablement thought leader.

Experience:

• 7 – 10  years of experience in HVAC sales, product marketing, product training, or sales enablement.

• Demonstrated experience supporting product launches and lifecycle management.

• Experience serving as a subject matter expert or cross-functional liaison preferred.

Education/Certification:

• Bachelor’s degree from an accredited institution or equivalent experience.

• Advanced leadership, marketing, or learning certifications preferred.

People Management: No

Physical Requirements / Work Environment:

• Must be able to perform essential responsibilities with or without reasonable accommodations

Reports To: Director, Learning and Development 

The Company provides equal employment opportunity to all employees and applicants regardless of a person’s race, color, religion (including religious dress or grooming practices), creed, national origin (including language use restrictions), citizenship, uniform service member or veteran status, ancestry, disability, physical or mental disability (including HIV/AIDS), medical condition (including cancer and genetic characteristics), genetic information, request for protected leave, marital status, sex, pregnancy, age (over 40), sexual orientation, gender, gender identity or expression, political affiliation, or any other characteristic protected by law. The Company will comply with all federal and state regulations and statutes about individuals with disabilities.